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How To Turn Leads Into Sales

Some people in sales think a lead is a desires. Questions like:
name from a list. That's not correct. A Why is that important to you?
name from a list is not a lead--it's a If you could have that, how would it
suspect, a total stranger and it does not impact you?
matter if they meet some criteria (e.g. If you don't solve that, what's the long
age, occupation, net worth). A true lead term cost to you?
meets your criteria AND has expressed How does that make you feel?
interest in what you offer. Specifically, Are you satisfied with that?
the lead has responded to an email, a Since people buy emotionally, you must
print ad, a piece of direct mail, etc. A get them to reveal what motivates them
true marketer and sales professional only emotionally. Until you do, do not proceed
contacts people that have first expressed to your next step (to set an appointment,
interest. ask for the credit card, close the deal)
Now that you have a lead, how do you turn as you will fail. Too many sellers ask
it into a sale? for the order too early and they get
You don't call the lead and say, "I'm objections. First, get your prospect to
following up....." EVERY sales person reveal what motivates him emotionally and
says this and the phrase has now become then you ask if he would be interested in
synonymous with "get ready for my sales a solution to that problem/opportunity.
pitch." Your lead automatically gets Only when he says yes, do you proceed to
defensive (no one likes to be sold) and the next step.
your chance of a sale is close to zero. "Bob, if there were a solution to that
Rather, call the lead and say "Bob, you problem, what would that be worth to you?
returned a card expressing your interest So if you could have the solution for
in having more.....better...(fill in the only 10% of that amount, you would want
blank), is that still of interest to to know about it? Great, then (set an
you?" The only words that should come out appointment, ask for the credit card,
of your mouth are the benefits your lead close the deal)."
desires. Your first task is to engage I know that sellers tell me they are
your lead, not to talk about your client focused or customer focused but
product. it's not true. They are product focused
Next, you don't say "we have" or "my and my-agenda focused. If your personal
company offers" as these phrases are mission or company mission is to really
synonymous with "get ready for my pitch." help someone, then it becomes easy to
Again, these will make your lead turn leads into sales. Because your
defensive. You do say, "I don't know if I objective changes from "getting" people
can help you...may I ask you a few to buy your product to "finding" people
questions about your (business/heath who want what your product offers. You
investments, fill in the blank)?" You can only determine that by asking
disarm the defensiveness of the prospect questions. And when you encounter someone
by stating you don't know if you can that does not have an interest in your
help. product, you move on.
Next, you ask intelligent questions about The key to turning a lead into a sale is
what's important to HIM. The best thing to leave your agenda to the end of the
you can do here is forget about the conversation and get your lead to reveal
features and benefits of your product his emotional agenda first. Then you have
because your lead does not care. He cares the relatively simple process of showing
only about what's important to him. So to your prospect how your product fits his
really listen, you need to forget your agenda (rather than convincing the
spiel. As your prospect reveals answers prospect why they should have interest in
to your questions, you ask deeper your agenda).
questions to reveal their emotional




www.quartetmfg.com keyword stats [2008-08-24-2008-08-24]



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